Vice President of Sales - EMEA Region

Job Location and Work Type

This role supports multiple locations across Europe including Barcelona, Bonn, Dortmund, Geneva, and others, with the workplace type being fully remote.

Role Overview

We are seeking a highly motivated Vice President of Sales to lead our Physical Security division's sales operations in the EMEA region. As a leading global technology company specializing in Physical Security and Enterprise Incident Management solutions, our client partners with top-tier organizations in sectors such as finance, transportation, utilities, and smart cities. This position reports directly to the VP of Global Sales and entails spearheading strategic growth initiatives and expanding client relationships.

Key Responsibilities

• Formulate and implement a comprehensive sales strategy aimed at increasing revenue within major and strategic accounts.
• Identify and cultivate strategic partnerships and alliances to grow existing and new product offerings.
• Lead regional strategic planning and execution for account development.
• Develop market-driven approaches to meet and surpass revenue targets.
• Prioritize high-value opportunities within existing client portfolios.
• Establish and nurture senior-level client and partner relationships, serving as a trusted advisor.
• Collaborate with the Director of Partner Programs to strengthen alliances and client bonds.
• Manage and mentor a diverse sales team, setting clear performance standards and fostering professional growth.
• Ensure the sales team is well-equipped with training and resources to perform effectively.
• Recruit and develop sales talent to build a culture characterized by ambition and customer focus.
• Oversee pricing strategies, contract negotiations, and revenue forecasting aligned with corporate financial goals.
• Collaborate cross-functionally with product development, marketing, services, finance, and pre-sales teams to align sales strategies with organizational objectives.
• Leverage CRM systems (preferably Salesforce) and data analytics to monitor sales pipeline health, forecast accuracy, and strategic decision-making.

Required Qualifications and Experience

• At least 15 years of experience in software sales, including a minimum of 10 years in sales leadership roles managing partner programs.
• Proven expertise in Physical Security markets such as Video Management Systems (VMS), Physical Security Information Management (PSIM), Access Control, Video Analytics, or Enterprise Incident Management is highly preferred.
• Bachelor’s degree in a technical or business-related field.
• Demonstrated success in building and leading high-performance sales teams.
• Track record of managing large and strategic accounts, consistently achieving revenue growth through partnerships and channels.
• Ability to secure new business through partner programs and influence organizational decision-making.
• Strong organizational and negotiation skills with an ability to operate effectively in complex, global, multi-disciplinary environments.
• Experienced user of CRM platforms such as Salesforce and proficient in business operations systems.
• Excellent communication, presentation, and interpersonal skills with executive presence.

About the Company

Octave delivers essential software solutions that support organizations throughout the asset lifecycle—covering design, build, operation, and protection phases. Their software transforms complex operational data into actionable insights to enhance performance, reliability, and incident management globally, empowering sectors where failure is not an option.

Company Culture and Inclusion

The company fosters a supportive and inclusive work environment that promotes growth and innovation. Respect and inclusiveness form the foundation of their workplace, encouraging employees to be authentic and valued regardless of background.